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“This sounds like one of those pyramid schemes.” How many times have you heard this objections?
And how many times have you responded with, ‘Well, it is a network marketing company, but it’s certainly not an illegal business,’ or, ‘Yes, but our company is different…?’
How does it look to your prospect when you turn and with anger or embarrassment react personally to the objection they just showed?
Does your prospect really want you to answer him with your opinion, an opinion that makes him wrong? Do you appreciate it when someone makes you wrong? Of course not!
After reading this post till the end, you will know how to eliminate rejections by listening, you may never see rejection, failure and even no’s the same way again!
In this post you’re going to learn how I perceive and reframe prospect’s objections by listening through what they are saying to hear how they are thinking and feeling.
If you adopt the philosophy I share, you’ll be one step closer to having the bullet proof skin you need to succeed in business.
OBJECTION IS AN OPPORTUNITY.
Objections can provide you with an opportunity to create relationship with your prospects by hearing and understanding their feelings, giving them a chance to open up to you.
As a network marketer, you get paid to listen through objections. Objections are the real opportunity, if no one had any objections, then everyone with whom you shared your business would enroll, you would quickly have everyone in the business and that opportunity would be over.
Welcoming objections is part of your job as a network marketer.
HOW TO CONVERT OBJECTIONS TO GOLD THAT PAYS ALL THE TIME?
How do you think objections can be turned into gold that pays all the time?
Be a good listener. The process of listening through objections is a powerful way to develop a relationship with people, the process of listening truly honors the values of others, which allows them to vent their frustrations, share their feelings and remain emotionally secure in their communications with you, it allows you to better understand who they are.
When you listen to your prospect during conversations, whether or not they enroll in your business, it doesn’t matter as long as your listening empowers the other person, you have succeeded as a network marketer.
I learned how to eliminate rejections by listening through objections from Richard Brooke.
HOW TO ELIMINATE REJECTIONS BY LISTENING THROUGH OBJECTIONS
EMBRACE THE OBJECTION. To embrace is to hold in one’s arms as a display of affection, to display affection for your prospect through listening and honoring their responses to you, not arguing or being defensive, may seem unnatural to you at first, but try it on and watch what happens.
When a prospect says, “I have no time to do another business.” Welcome the objection. Don’t say, “Yes you do,” or, “You don’t need much time.” These counter the objection like a defensive chess move.
Resisting and pushing only invite your prospects to push you back, instead, embrace the objection and do it with sincerity.
When a prospect says “I have no time to do your business.” Such prospect means it, his plate is full, the objections he gave you are very real to him. He’s frustrated, working long hours and no time for fun.
Remember push and they will push back, what you resist persists, don’t argue because their concerns are real to them. Don’t try to fix them, but don’t buy into their stories either.
Their stories are not the truth, the degree that you buy into their stories and excuses is the degree to which you are not supporting them being successful and complete in their lives.
Listen to them, listen through their concern, develop true empathy, look them in the eye and simply listen. Get into their world, feel how it is for them and embrace their struggles.
DEFINE THE OBJECTION. As the prospect speaks about their concerns, make sure you understand clearly just what the objection is.
By asking, “What do you mean by that?” or by encouraging them to, “Say more about that,” will draw out what they mean.
If he’s talking about not having enough time to do business, find out how much time he thinks it takes to succeed, or how much time she thinks you spend on the business.
Your business may require just eight hours a week for its success, whereby your prospect may be thinking the income you are discussing takes a full time, forty hours plus a week effort and they certainly don’t have that time.
Does he see your business as just another job? Big effort, little returns? Make sure you define the objection clearly.
EMBELLISH THE OBJECTION. What does it mean to embellish? It means to make more beautiful, to add fanciful details.
Add details to their objections and make it beautiful. Add to the objection, let it be heard, understood and respected.
For example, take the classic “No time” objection. Here’s how it goes:
“It sounds like you really don’t have any time even to do little things. You probably don’t get to read the newspaper or watch the weather forecast on TV do you? Do you have anytime for yourself?”
People don’t buy logically but emotionally. Can you see how this approach validates their objection and with it, your prospect himself? It connects him with his emotion, it doesn’t fight or oppose it.
With this approach, you honour the person’s values. They are being heard. How many people do you think listened to their concerns about not having the time to do what they want recently?
Although, their thoughts will still be there, but you’ve created enough space for the emotion to dissipate and as it does, the feelings shift from negative to positive. Then, you…
PURGE THE OBJECTION. As you have embellished the objection, and made room for their emotions to come up, there is a moment when all the bad stuff is out.
Your prospect is freed from all the negativity emotions associated with the objection. You will actually see a physical change in the person if you are face to face, or you will hear a change in their voice if you are with them on the telephone.
Their body language will loosen up, they could sigh or even laugh out loud. They will relax, why? Because you have free them from their ignorance or guilt or rid off the undesirable. You are now nearly home free as you…
TRANSITION. This is the place where the process changes from one state to another.
The objection has been purged, all the negative feelings and emotions have gone at least temporarily and you now have the opportunity to really connect with your prospect.
The connection takes place in the form of offering the awesome power of possibilities. The most powerful words you could use at this transition must put your prospect in a state of open, positive emotion.
Such words are, “Would you be willing…?” Then share how what you are offering is an opportunity which might fit them.
When you ask, “If I could show you a way around that problem, would you be willing to take a look?” The majority of times the answer will be, “Yes.”
Now, you and your prospect are looking at the possibilities together, you are on the same side connecting two themes. Offering possibilities and seeing if there’s a fit.
Remember, what you offer may not be appropriate for him. There may not be a fit, he may not even be willing to take a look with you at this point in his life.
But, you have listened, honored and respected him and left him with a positive impression and relationships.
Here is the shift in the paradigm where we all get to play a role in creating the new paradigm of network marketing. Listen, honor and respect.
People will begin to respond when you say proudly that this is a network marketing opportunity. You will then see how much of an impact you can truly have on the future of the world.
P.S: Want me to help you personally? If yes, you can get my helpful free eBooks how and where to get unlimited leads and how to effectively prospect as a Pro. To get more click here: m.me/naijaNMPro
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I hope this is helpful to you?
Let me know what you think in the comments below. And, feel free to share this with your teammates.
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